One way to define the speaking-listening differential is to say:
A) active listening makes better speakers.
B) customers can listen to words at a rate five times faster than the rate at which salespersons can speak.
C) salespeople should speak 80 percent of the time and listen no more than 20 percent of the time.
D) speaking divided by listening equals communication.
E) articulation equals listening divided by speech rate.

Question

Quizplus · Accepted Answer

The speaking-listening differential refers to the fact that customers can process information at a faster rate than salespeople can provide it. This means that salespeople need to listen actively to the customer in order to keep up with their pace and provide relevant information in a timely manner. Choice B accurately reflects this definition.

One Way to Define the Speaking-Listening Differential Is to Say